Tagged With "CCMWH"

It's Friday!! Even better, it's the Friday before Thanksgiving! Since I closed a decent order yesterday, my goal for today was to "wait for the ball to come to me". That's a term that I use to sit back and see what develops with the existing opportunities that I have working. It does not mean that I would stop prospecting. First order of the day was to process the order I received yesterday that had each device going to different locations. The next order was to update all of my...

Art, we've seen some scuttle lately about maintenance agreement increases. As usual, the account is reviewed annually with some kind of increase if the clicks weren't locked in. This customer contacted me because they're clicks went from $.01 to $.011 and with their volume, equated to an $8 a month increase on just one unit. This was the 5th or 6th customer with older gear that has made comment about it in the last few months. Always a fun conversation to have, but most definitely an...

We just cancel them. We give plenty of advanced warning. First, sales reps are tasked with informing them what it means when parts are no longer guaranteed available and they try to get the upgrade. Then, 6 months to a year later they inform that a cancellation letter is forthcoming. We make sure that they know that it does not mean we will not provide service, it will just be on a time and parts basis now. Mr. Customer, "It would actually be disengenous of us to continue to take your money...

Year ago we never included consumables with the maintenance agreement. You were offer a labor and parts agreement or labor only agreement. You're testing my memory , and I'm losing, can't remember how we priced those up. I do remember that the rule of thumb for labor only was to charge 10% of the MSRP. Thus, if the equipment had a $9,000 MSRP, the cost of the agreement (labor) would be $900. Sorry, I can't give you more detail.

Go Art